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Eisenberg Buyer Modality Analysis

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Common Sales Objections & How to Overcome Them Every customer and every sale is different. For years, BANT (Budget – Authority – Need - Time) has been a sales qualification framework for lead generation, which is now a mantra to any salesperson. However, customers are much more informed than ever before. Therefore, understanding and factoring different buyer types is quite significant to the sales process. The Eisenberg Buyer Modality, by Bryan Eisenberg, gives an insight to how buyers approach purchase decisions and their behavioural habits during a purchase. Source: The Eisenberg Buyer Modality If the buyer remains true to their modality, salespeople have a competitive edge to customize their sales approach to better connect and face objections effectively. …show more content…

This occurs when the salesperson has a different temperament and sells to the wrong buyer modality. For an example, instead of approaching a ‘Spontaneous Buyer Modality’ with a time-sensitive offer, the salesperson uses client testimonials and statistics to make the sale.  BANT related problem. This could be due to more important current issues that take precedence over your solution, budget allocation is over the limit, communication barrier with the real decision maker etc.  The customer truly isn’t interested. Try to determine what you potential client is really concerned about. Get as clear as you can on the reason to object or indecisiveness. But, always remember not to push past the prospect’s point of comfort because there comes a certain point where ‘no’ means ‘NO’. To Recovery Addressing common sales objections will help you to either disqualify a lead from being a sure fit or simply close the deal. Although you find it loathing to disqualify prospects and shrink your sales pipelines, on a positive note, as your most precious asset is time, it is far better to spend on handful of your best prospects than spreading thin across dozens of

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